PODCAST · business
Killer Media Sales
by Momentum Media
Build your sales skills and win more business with Killer Media Sales. Find out how to pitch more effectively, close more deals and become a master of your time management. This weekly podcast reveals how you can deliver the best client outcomes, win more business and maximise your sales.
Episodes
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How to deliver bad news
We have all been there: Something bad has happened (personally or professionally) and you have to inform your boss or a friend about it. Two things come to your mind: 1) You don't know how to say it and overthink it. Or, 2) You just spill it out without thinking about the consequences. But did…
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For anyone who wants to be a sales person
In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk to all of those who would like to change careers and become a sales person, or anyone that's always been interested in sales but doesn't know if they have the skills needed to be good at it. The pair discuss...
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Back to the basics
The challenges that media sales people face in today's environment are not the same as they were five, 10 or 20 years ago. So, as the media landscape evolves, so do the questions you make to your clients. In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about the...
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Every crisis is an opportunity
The world is constantly changing, but we change with it too, and one of the things that make us, and the world change, is a crisis. But have you ever dealt with a difficult situation in your life? Something unexpected happened and you just froze and didn't know what to do? In case you missed it…
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Are you persuasive or influential?
Do you remember the last time that you bought a product just because a celebrity endorsed it? And can you tell if you are being persuaded or influenced? In this episode of Killer Media Sales, Russell Stephenson is joined again by the director and owner of Frontier Performance Pancho Mehrotra to...
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How to avoid cognitive dissonance in sales
Have you ever found yourself in a situation where you can't make a decision, so you end up picking the "easiest" option (no matter good or bad) so you just end your mental conflict? That's called cognitive dissonance. You may think, "how is this related to my sales?". Well, in this episode of...
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The real reason to host parties for your clients
There are many ways to improve relationships with your clients but probably one of the most enjoyable are the cocktail parties, lunches and dinners with them. Many people, however, see them as a way to get free drinks and they are missing out on what hosting and entertaining a client actually...
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The good, the bad and the ugly of working remotely!
Working from home looks like it will be the new normal. However, like everything in life, there are pros and cons. A lot of people can feel more focused while working from home while others can feel less motivated. Whatever the case is, the reality is that business nowadays will have to adapt to...
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Is it the right time for business to look at loyalty programs?
Ten years ago, a media sales professional probably wouldn't consider implementing a loyalty program due the fear of ending up lowering the value of a marketing campaign. However, the world has changed now and eight of every ten companies have a loyalty program. In this episode of Killer Media...
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Should you be rewarding your clients?
The value of recognising loyalty with your clients has never really changed, it is only the way in which you go about it that makes a difference. Recognising this loyalty is important in the sales-client relationship, and should never go away. Most businesses nowadays have membership and rewards...
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The perfect customer service for a media sales person
We have all heard the old saying "the client is always right" and this is a great topic for a debate. If you're a client you expect to be treated well, if you're a sales person you might think otherwise. Customer service can be a bit problematic for sales people in general, but in media sales…
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A masterclass: dealing with a crisis
Relationships are hard. Whether they are romantic, at work, in your family or with friends, no one escapes from having to face problems or misunderstandings. However, in a professional sales environment, dealing with issues, especially with your clients, can be particularly sensitive, and not...
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Are you just tired or are you burned out?
Have you been feeling tired and stressed lately, that all you can think of is to go on holiday so you can recharge? If the answer is yes, you should know you're not the only one and most people at this point of the year are thinking and feeling the same thing. Being weary at the end of the year…
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The power of innovation in sales!
Creativity is something all human beings possess on different levels. But in the realm of sales, people can get very creative very quickly, as they look to convince a client to try new things and close the deal. However, this creativity can become a problem when you get a crazy idea and present…
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Know your industry, not your client!
Media is the way in which people interact with the environment. Understanding how people engage with content is probably the most important thing to know in media sales to help your clients make decisions, and shape their message to reach as many people as possible. In this episode of Killer…
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The importance of language in your sales pitch
We all know how important language is in all aspects of communication in life. Language is more than just words, it has a currency of meaning. That's how we make sense of the world around us. But what about the use of language in sales? Is it really good to be the most knowledgeable person in the...
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The psychology behind sales
Have you ever wanted to understand why you feel particular emotions, and how are these affecting your sales results? Would you like to know how to control your emotions and behaviours so you can fight adversity and thrive in your work environment? Even more, if you're looking to hire and expand...
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Do your clients need to like you?
The desire to be liked is inherent to the human condition. But as a salesperson a deep understanding of what it is like to be "likeable" is extremely important in the sales process. However, wanting to be liked and please can become a barrier to closing a deal with your client, and as a sales...
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How to deal with competition
Dealing with competition is always challenging. But in the media sales industry it's particularly hard when that "competition or competitor" you're dealing with has a "win-lose" mentality. Usually there's a level of mutual respect between like-minded competitors and they recognise that bad...
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The importance of having a 'now moment' in your sales pitch
The media sales industry is constantly changing and with this in mind, using the same pitch each time isn't going to work, because data changes all of the time. Sales people have to adapt quickly to these changes if they want to keep moving forward successfully. In this episode of Killer Media...
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Exceed your expectations with a paradigm shift
Professional sports players will make small steps to slowly increase their skills, speed, strength and other abilities, and many salespeople will follow a similar regime. On this week of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson delve into the ways in which salespeople can...
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Decision fatigue is real
Every day, people are presented with a multitude of decisions to make - whether that is what type of takeaway food to order or whether to spend a large portion of their companies budget on advertising. On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson decode the miriad...
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Harnessing competition for a competetive edge
Pancho Mehrotra returns for another episode of Killer Media Sales to unpack the psychology of selling and the competitive drive that is required for salespeople to succeed. For some people, competition is innate and is part of everyday life; for others, it is developed through a process of...
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Embracing change in order to succeed
Salespeople can be sucked into the numbers game, and often can become exhausted in the process. Pancho Mehrotra knows this all too well, and on this weeks episode of Killer Media Sales, he reflects on his career in sales and the lessons learned in the process. Host Russell Stephenson speaks with...
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EDM's - A gift and a curse
Email marketing has been around for decades now, and can sometimes be seen as an afterthought to any media campaign. By looking at EDM's through a fresh perspective, salespeople can guarantee that they keep revenue flowing through good times and bad. On this weeks episode of Killer Media Sales,...
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Maintaining clarity through a positive mindset
We all like to be out of our comfort zone every once in a while, but we also need to maintain a belief that things are possible by analysing our shortcomings and celebrating our successes. On this weeks episode of Killer Media Sales, Alex Whitlock and Russell Stephenson explore the benefits and...
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Meetings - A double edged sword
Meetings are a powerful tool for getting you closer to your clients, but approached the wrong way, they can be quite counter productive. On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson outline the miriad ways to think about meetings with clients, and how you can...
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Demistifying the budget
Speaking with someone you don't know about money can be a challenging endevour. Different prospects will have varying goals and objectives, so it is important to have an open mind throughout the process. On this episode of Killer Media Sales, Hosts Russell Stephenson and Alex Whitlock attempt to...
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Timing is everything
For new and old salespeople, timing is always hard to master. From putting pressure on too early, to missing the boat completely - there can be no understating that timing of certain messaging is critical. On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson analyse…
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How to prioritise the information in the sales process
One of the challenges that salespeople face is that they have to deal with a lot of information and can get overloaded really quickly if they don't know how to prioritise. In this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson talk about the importance of hierarchisation of…
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Qualification is everything in sales
Did you know that the first level of qualification needs to happen in the first 20 seconds of the conversation? Sometimes sales people, whether they're new or experienced, can get lost in the qualification process. Some salespeople have a nervous disposition as part of their nature but…
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Launching something new into orbit
There are some very tangible tactics that can seperate failure from success when launching a new title, brand or any other type of media product. On this episode of Killer Media Sales, Hosts Alex Whitlock and Russell Stephenson delve into the tools and strategies that you can use to avoid some…
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Being in touch with your emotions
Sometimes grinding can get you results as a salesperson, but to have continued success in the media landscape you need to have an ability to read the room and to understand how people are feeling about a certain situation. On this episode of Killer Media Sales, Alex Whitlock and Russell…
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Understanding the here and now
The fundamentals of being successful in media sales have never changed. With a host of new requirements brought by digital media, as well as the evolving expectations of the modern advertiser, it may seem like the game has been completely flipped on its head. On this episode of Killer Media…
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Why attitude is everything
When operating in a complex and ambiguous marketplace, you need to have your head screwed on the right way. While you might feel like playing it safe at points, it is important to keep a rhythm in the way you do things so that you don't gloss over the small stuff. On this episode of Killer Media...
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Having an ego in sales is not as bad as you think
Have you confused ego with confidence? Do you lack confidence or is your confidence driven by your ego? Or are you even conscious of your own ego during the selling process? In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about why sales people should have high...
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Why you should be prepared to walk away from a deal
In their early careers, sales people are so keen to bring the money on board, to hit the target and to move their brands forward that they can fall into the "close the deal" trap. In this episode of Killer Media sales Russell Stephenson and Alex Whitlock talk about some of the early mistakes that...
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The fine art of negotiation
Of all the skills a salesperson needs, negotiation has got to be top of the list. The ability to work around a tough situation is something that will benefit you greatly in the long run. On this episode of Killer Media Sales, Alex Whitlock and Russell Stephenson mull over the ins and outs of good...
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Understanding the landscape through a different lens
Sometimes it is good to take a step back and gain a view of the bigger picture in the media landscape. Gaining insights into the industry can sometimes be difficult when you are standing in the middle of the crowd, and opinions from the other side of the fence can be extremely valuable. In this...
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Understanding where the audiences and marketplace are moving forward
The darkest months of COVID-19 had a huge impact on sales teams around the world. However, approaching the end of this financial year 2021, Alex Whitlock and Russell Stephenson talk about the pitfalls and dangers for salespeople and sales managers to underestimate the market moving forward. They...
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Becoming known in your industry
Ideally, people who engage with you commercially will value what you have to say. In order to build a profile and a presence, it is extremely important to be engaging and connecting with your chosen industry and audience in order to gain traction and trust. On this episode of Killer Media Sales,...
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Why your clients should make an evergreen content creation strategy
Large media groups in Australia are proactively going out with tight strategies around how they sell native space. They are also digging deep in the creation of content and how to utilise it. In this episode of Killer Media Sales Alex Whitlock and Russell Stephenson talk about how to proactively...
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Holding strong in the face of a challenging deal
When representing a certain brand or product, salespeople need to be aware of the perceived value of what it is they are selling. In this episode of Killer Media Sales, Alex Whitlock & Russel Stephenson dive into the dynamics of price, value and the overarching themes related to connecting...
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How respect and honesty will lead to trust and loyalty
With the majority of businesses adapting to the changing nature of the market, loyalty is something that is more important than ever. In this episode of Killer Media Sales, Russell Stephenson joins host Alex Whitlock to share insights into how you can enhance client engagement, increase brand...
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Staying relevant in the shifting sands of an evolving marketplace
In a disrupted marketplace, it is absolutely essential for salespeople to be receptive to evolving circumstances and to harness the opportunities that these new situations are presenting you with. On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline why in…
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Digging yourself out of a sales rut
Sometimes in the sales process, you fall into a rut. The same patterns and habits can lead you down a rabbit hole of mediocrity, but how do you get out? Hosts Alex Whitlock and Russell Stephenson outline why it's critical to set the tone from the outset, how to control your workflow without…
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When your first impression doesn't get the impressions
The Killer Media Sales Podcast regularly focuses on success and how to over-deliver on results, but it is a fact of the sales game that not every campaign will meet the expectations of your client. When a relationship has already been built, these non-successes can be worked through with your...
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Getting ahead in a difficult landscape
Targets are something that every salesperson has. They are a way of measuring your success and earning that success no matter what barriers get put in your way. The question is, how do you set targets for yourself that are measurable and acheivable, but can also be exceeded if you put in the…
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Finding your niche – and owning it!
In the second episode analysing the question received from loyal listener Bill surrounding differentiating yourself from your competition, hosts Alex Whitlock and Russell Stephenson delve deeper into the strategies and tactics that can help you to own your market. Part one of the chat can be…
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Being number one – does it really matter to your prospect?
In this episode of Killer Media Sales hosts Alex Whitlock and Russell Stephenson dig deep into the fan mail (which they are still getting used to receiving), and tackle a listener question all the way from Texas! Bill contacts the show seeking insights into differentiating your product from…
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ABOUT THIS SHOW
Build your sales skills and win more business with Killer Media Sales. Find out how to pitch more effectively, close more deals and become a master of your time management. This weekly podcast reveals how you can deliver the best client outcomes, win more business and maximise your sales.
HOSTED BY
Momentum Media
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Frequently Asked Questions
How many episodes does Killer Media Sales have?
Killer Media Sales currently has 208 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Killer Media Sales about?
Build your sales skills and win more business with Killer Media Sales. Find out how to pitch more effectively, close more deals and become a master of your time management. This weekly podcast reveals how you can deliver the best client outcomes, win more business and maximise your sales.
How often does Killer Media Sales release new episodes?
Killer Media Sales publishes regularly with 208 episodes available. Check the episode list for the typical release schedule.
Where can I listen to Killer Media Sales?
You can listen to Killer Media Sales on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Killer Media Sales?
Killer Media Sales is created and hosted by Momentum Media.
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